The Magic Words That Get Enrollments
December 5, 2010
32 Comments
What magic words can I say to a prospect that will get them to enroll?
Get More Referrals
People like to buy from people they know and trust AND they love to share it with others. The typical person knows about 250 people so for every ONE person you meet and develop a relationship with, just think of the potential – it’s HUGE and best of all it’s FREE!
Of course you don’t want to “puke” your business but just the same, you don’t want to work undercover either.
Is Referral Marketing part of your overall marketing plan? If so, is your process “fly-by-night” or do you have a structured and systematic process in order to maximize your results?
John Jantsch (marketing coach, award winning social media publish, and author of Duct Tape Marketing and The Referral Engine) wrote an excellent post at www.openforum.com about the 5 Truths That Lead To More Referrals. The 5 truths he talks about are:
1. People Make Referrals Because They Need To
2. All Referrals Involve Risk
3. People Don’t Refer Boring Businesses
4. The Greatest Referral Truth Is Trust
5. Marketing is a System
If you click on the John Jantsch tag at the bottom, you’ll see additional articles on this subject to help you streamline your process.
What are some of the referral marketing strategies that are working for you? Please leave a comment below and share it with the community. Also, please share with your facebook friends and twitter follows. They will thank you for it.
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Laura Paulson
Laura is a marketer building assets that spin off passive, residual income.
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17 Responses
Laura – It may be that the average person knows 250 other people but those relationships would cover a whole spectrum. I might be happy to refer a product that I really liked to close friends but would be unhappy to do the same to those who I know less well. Also it seems to me that referrals work very well for professions (my financial adviser and accountant work entirely from referrals) and but far less well for products. Maybe I am behind the times and social media are dramatically transforming this scene?
Referral marketing is easy if you offer a small incentive. Perhaps a discount on the next purchase or a small gift. It doesn’t have to be much.
Not only will you receive a new customer, but you’ll be furthering your relationship with your existing customer as well.
– M
Hi Laura,
Eventhough I have been in business for several years, it is just recently that I have been more involved in relationship building. This has propel my business because people will refer people who they like and trust. Now I am going to build this same type of relationship building on the internet.
Joyce,
PS love your tag line “rat race escapee”
@Joyce Edwards, Hi Joyce! And thanks 🙂 I’m just not sure if it should be rat “race” or rat “trap” LOL Nevertheless, it sure feels good to be free of it!!!! I’m glad to hear that you’re taking your business to the next level – you go Girl! 🙂
Hi Laura, Thanks for the post!
We agree referrals and word-of-mouth are so powerful!
Right now we are simply offering a referral fee to people who sell our services, guess it could be call a commission as well.
Social networks are a great way to get recommended and liked, as others notice when their friends “like” your fan/business page.
That’s why we love social media… it’s the word-of-mouth of the 21st century!
Hi Laura,
wow I never thought that people knew that many people. You mean actually know them in person?
I moved around a lot and have been a bit of a recluse, having been brought up by recluse mother.
Really 250?
Great post. Love the title of that book: “Duct tape marketing” 🙂
Thank you!
Yorinda
@Yorinda, Hey Yorinda. Oh yes! If you started to really think about it, you would find that you know a lot more people than you think you do. But of course the relationships will vary. Some people will be close and others more or less acquaintances.
I know, isn’t that a great title 🙂 Blessings, Laura
Yes I love referrals and I definitely give them out. I think its a big part of our business as well, because I believe in prosperity and helping out everyone if I can. Nice article thanks for sharing value.
@Shawn Johnson, Hey Shawn. I do too. It’s really something we all do without even thinking about it so an important thing to include in our overall strategy. Thanks for the comment. To Your Success, Laura
Laura, thanks for the information on getting referrals, sometimes we forget that is part of our business to help grow it.
Lori
@Lori Robertson, Hi Lori, you’re welcome. This is something I need to always be mindful of myself. Make it a Great Day! Laura
Thanks for sharing that great article Laura. Those 5 truths all ring true. Particularly liked the people don’t refer boring businesses idea, got to be relevant, engaging and have an offer that is really exciting as well as provide so much value that people want to buy and to share what you offer with others.
Referrals can be such an important and effective part of the marketing system, if worked in right.
Thanks for sharing,
Johneal
@Johneal Rouse, Thanks Johneal. I couldn’t agree more. Laura
Thanks for the reminder. I will get a little more focused on my plan. I’ve been doing a little bit by the seat of my pants.
Thanks again,
Michael
@Michael Berry, Hi Michael. Yes, I’m guilty too. It’s always good to be constantly examining what we’re doing. Thanks for stopped by. I loved your motivational movie you put together on your blog. Have an Awesome Day! Laura
Hey Joe! Totally agree. I’ve never heard the “pull” marketing reference – I like that. Thanks for stopping by and taking the time to leave a comment. Make it a Great Day! Thanks, Laura
Thanks for sharing Laura. If we are not implementing a “pull” marketing system we will always be chasing the next prospect of sale.
Raving fans, and valuable info are not only two of the easiest things to do they are the most effective.
Great post. Let me know if I can be of service in any way.
Thanks and have a wonderful day!
Joe
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